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SCPS Preparation Training Program
Knowledge has developed - with the support of SMEI - this comprehensive sales management training program that gets you prepared to the SCPS certification Exam. Upon completing this program, you will be awarded a Professional Certificate in Sales Management from Knowledge and you will be ready to sit for SMEI’s SCPS Certification Exam.

Module One: Relationship Selling

Developing a Personal Selling Philosophy

  • Relationship Selling Opportunities in the Information Technology
  • Evolution of Selling Models That Complement the Marketing Concept

Developing a Relationship Strategy

  • Creating Value with a Relationship Strategy
  • Communications Styles: A Key to Adaptive Selling Today
  • Ethics: The Foundation for Relationships in Selling


Module Two: Developing Product and Customer Strategy

Developing a Product Strategy

  • Creating Product Solutions
  • Product-Selling Strategies That Add Value

Developing a Customer Strategy

  • The Buying Process and Buyer Behavior
  • Developing and Qualifying a Prospect Base


Module Three: Mastering Sales Presentations

Developing a Presentation Strategy

  • Approaching the Customer with Adaptive Selling
  • Determining Customer Needs with a Consultative Questioning Strategy
  • Creating Value with the Consultative Presentation
  • Negotiating Buyer Concerns
  • Adapting the Close and Confirming the Partnership
  • Servicing the Sale and Building the Partnership

Managing Self and Others

  • Opportunity Management: The Key to Greater Sales Productivity
  • Management of the Sales Force
Exams within this Certification

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